Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/491/Sales-Training-London-Why-Arent-You-Making-RECON-Calls-to-Your-Customers-to-Keep-Them.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-Why-Arent-You-Making-RECON-Calls-to-Your-Customers-to-Keep-Them.html If you've ever lost a customer and wondered why ..... if you ever felt that your mainstream income might be at risk .... or if you just wanted to be certain that you'd done everything you could to protect your family's income apply the R.E.C.O.N. process to help you with account development. http://www.evancarmichael.com/Sales/491/Sales-Training-London-WAIT-and-See.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-WAIT-and-See.html "He can talk the hind legs off a donkey", "she has the gift of the gab", "A born salesman" - are all probably reasons for you not to hire someone? Why? Because they'll cost you a fortune. Anyone who talks more than they listen, anyone who doesn't entice the prospect to talk for at least 70% of the time (i.e. 42 minutes in every hour) is little use to me in sales. They'll bore your prospects into submission or death by powerpoint. Their referral base will be weak. Their relationships will be weak. If I've described you I'm sorry. If I've described your staff, I feel for you. But a simple shift in behaviour could make all the difference to your success and profitability in sales. http://www.evancarmichael.com/Sales/491/Sales-Training-London-Moneys-Not-a-Problem--Ever-Had-Deja-Moo.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-Moneys-Not-a-Problem--Ever-Had-Deja-Moo.html When a prospect says to you, "Money's no problem," does your smoke detector go bananas? It should. It seems that people for whom money is "not a problem" are the ones who don't have a budget for your product or service; or if they do, they haggle the most over price. http://www.evancarmichael.com/Sales/491/Sales-Training-London-The-7-Reasons-Why-YOU-Fail-to-Sell.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-The-7-Reasons-Why-YOU-Fail-to-Sell.html Years of stupid mistakes, behavioural errors, mental blocks have cost me a fortune. 3 and half years ago I had a Eureka moment when I came across the Sandler selling system and I went from Mr Mediocrity to owning London's first Licensed Sandler Sales Institute, to becoming one of the UK's leading sales trainers and to having a personal network of over 4000 business contacts. I wasn't scared to sell any more, my close rate went from 1:10 to 96% and now I teach my clients to achieve this level of success. Here's how .... http://www.evancarmichael.com/Sales/491/Sales-Training-London-You-Only-Have-to-Be-Brave-5-Seconds-at-a-Time.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-You-Only-Have-to-Be-Brave-5-Seconds-at-a-Time.html You're probably going to hate this article and disagree with everything in it. Persevere anyway. And if I'm wrong, write to me at MarcusYoureWrong@SALTeurope.com. I can take it. This article explores how you can be brave, asking the difficult questions, challenging your prospects to get a better result for you and your business. http://www.evancarmichael.com/Sales/491/Sales-Training-London-You-Cant-Sell-Anybody-Anything-Until-They-Discover-They-Want-It.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-You-Cant-Sell-Anybody-Anything-Until-They-Discover-They-Want-It.html Despite what most traditional sales trainers tell us, it's very difficult to convince people that they want or need something that they're not already asking to buy. Our experiences at Sandler Sales Institute (SSI) have demonstrated that when we try to force-sell our products or services, all we do is evoke feelings of defensiveness in our prospects. http://www.evancarmichael.com/Sales/491/SALES-TRAINING-LONDON-Word-of-Mouth-Selling-Cheap--Effective.html http://www.evancarmichael.com/Sales/491/SALES-TRAINING-LONDON-Word-of-Mouth-Selling-Cheap--Effective.html Sales is a tough old game and if you want to make your life easier there are a couple of hints and pointers in this article to help you do that ..... but do you know how to increase your close rate from 1:10 to 7:10? http://www.evancarmichael.com/Sales/491/Sales-Training-London-Why-I-Plan-to-Fail-Often---and-You-Might-Too.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-Why-I-Plan-to-Fail-Often---and-You-Might-Too.html If you've ever wondered why you're failing in sales, why you struggle to get customers to buy form you, why you get beaten up on price, your competition steal business from under your nose, if you find yourself giving away your best ideas ... for free and your prospects no longer have a reason to pay you for your services, this article will probably feel familiar. Chances are you haven't made as many mistakes as me, chances are you're much more successful than me, but if you've ever woken up in a cold sweat and wondered why is sales so tough, read on. It's not for everyone. It's probably not for you. But it's my story and it's the lessons that hurt that taught me the most. http://www.evancarmichael.com/Sales/491/Sales-Training-London-Why-Giving-Your-Customers-Strokes-is-Profitable.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-Why-Giving-Your-Customers-Strokes-is-Profitable.html Customers generally don't leave you because you mess up, they leave you because they feel stroke deprived. This short article explores how to give your customers strokes to develop and maintain lifetime relationships for profit. Your customers are at the top of your competitors' prospect lists. Are you doing everything you can to protect them from your rivals? http://www.evancarmichael.com/Sales/491/Sales-Training-London-When-Under-Attack--Fall-Back.html http://www.evancarmichael.com/Sales/491/Sales-Training-London-When-Under-Attack--Fall-Back.html In The Art of War, Sun-tzu wrote, "The best victory is when the opponent surrenders of its own accord before there are any actual hostilities…It is best to win without fighting." The same holds true in the "art of sales." Even though the prospect is not always right, he or she is the judge and jury. So, how do you respond when you are under attack - being reprimanded for something, rightfully or wrongfully?